EP52: How and Why to Pre-Qualify Leads for Maximum Profits
In this episode of the DYB podcast, Steve once again brings in the DYB Coach team consisting of Ron Ramsden, Greg Miller, and Scott Lollar, to talk about how and why pre-qualifying jobs and clients can save a lot of time and lead to maximum profits.
This is thoroughly illustrated through the team’s exchange of stories, ideas, and scenarios.
Steve and the team discuss how to properly engage clients with regards to proposals, turning down a job or referring them to other companies.
They emphasize transparency and setting a healthy boundary on when to say no or yes to jobs.
They also dive into determining the target market for a company based on profitability, value alignment with employees and determining the projects that can be most efficiently set up, executed and closed out in a given time frame.
WHAT YOU’LL LEARN:
- Why pre-qualifying leads can save you a lot of time
- How to Pre-qualify jobs and clients
- When to say “No” or “Yes” to jobs
- How to determine your target market
“It’s about delivering the right experience so when you’re a misfit then the experience is gonna be poor for the customer but is also very difficult for your team.”
“One way I was able to identify this [target market] is by tracking our lead flow, and our wins, losses and job profitability.”
“People are looking for the work you do on Facebook.”
“I ended up developing fantastic relationships with other painting companies around here by referring them jobs that weren’t in our wheelhouse and then, in turn, they would reciprocate.”
“When we can turn bias into just conversation, in respect, everybody wins every time.”
6:07 Why pre-qualify in the first place?
9:02 How does a company know its target market?
12:54 Referrals to and from other companies
18:50 The job process, pricing, estimates
28:30 Ownership of the business
LINKS & RESOURCES MENTIONED IN THIS EPISODE:
ADDITIONAL FREE RESOURCES:
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